高级客户账户执行官（政府合同）
Senior Customer Account Executive (GovCon)
我们正在寻找一位高级客户经理，以推动我们在现有政府合同（GovCon）客户群体中的增长。你将成为关键客户的信任顾问，并兑现Unanet对价值的承诺，以支持客户的业务增长计划。你将通过持续倡导客户和Unanet的产品与服务来实现销售目标。这包括与客户高管建立牢固的关系，制定战略性的客户计划以拓展关系，并熟练掌握影响政府合同行业的趋势。
这个机会将使你获得与Unanet高级管理层及多个跨职能团队的高影响力互动，这些团队支持我们快速增长的客户群体的健康和成功。你将加入一家正在崛起的公司，该公司正通过持续创新和对所服务行业垂直领域的深入理解，确立产品市场领导地位。
**你将负责**
- 通过挖掘现有客户账户、了解他们的业务挑战，并销售解决型方案来推动增长收入
- 达成或超越个人配额目标
- 通过建立基于客户业务知识、现有解决方案布局以及Unanet对支持其战略增长计划的价值承诺的牢固关系，成为客户高管和利益相关者的信任顾问
- 通过审查记录的账户详情和其他公开信息（例如新高管任命、已获得的合同、新闻稿）来提升客户洞察力；及时了解影响客户的行业趋势和挑战
- 持续进行销售工作，以增强Unanet解决方案的价值，并推动超出现有订阅的额外收入机会
- 与跨职能团队合作，包括销售、专业服务和客户成功团队，确保客户对Unanet产品和服务的满意度
- 部署适当的团队和资源，执行成功的销售策略
- 主动追求目标重点客户，并制定个人客户计划，扩大Unanet在客户中的影响力，确保达成收入目标
- 准确预测现有客户的升级和交叉销售机会
- 在CRM中监控并报告销售活动
- 与定制团队合作
查看英文原文
We are looking for a Senior Customer Account Executive to drive growth within our existing GovCon customer base. You will become a trusted advisor to key accounts and deliver on Unanet’s dedication to value in support of our customers’ business growth plans. You will achieve your sales targets through continual advocacy of both our customers and of Unanet’s products and services offerings. This includes fostering strong relationships with customer executives, developing strategic account plans to expand relationships, and becoming proficient in the trends that shape and influence the government contracting industry.
This opportunity offers high-impact visibility with Unanet’s senior and executive leadership teams, as well as several cross-functional teams that support the health and success of our rapidly growing customer base. You will join a company on the rise and one that is establishing product market leadership through continuous innovation and in-depth understanding of the industry verticals we serve.
**What You’ll Do**
- Drive expansion revenue by prospecting into existing customer accounts, understanding their business challenges, and selling solution-based offerings that address their needs
- Meet or exceed individual quota targets
- Become a trusted advisor to customer executives and stakeholders by establishing strong relationships based on knowledge of the customer’s business, their existing solution footprint, and Unanet’s dedication to value in support of their strategic growth plans
- Develop customer acuity by reviewing documented account details and other publicly available information (e.g., new executive appointments, secured contracts, press releases); remain up to date on industry trends and challenges impacting the customer
- Engaging in a continual selling effort to enhance the value of Unanet’s solution and drive demand for additional revenue opportunities beyond the existing subscription
- Collaborate with cross-functional teams, including Sales, Professional Services, and Customer Success to ensure satisfaction with Unanet’s products and services
- Deploy appropriate teams and resources to execute a winning sales strategy
- Actively pursue targeted key accounts and develop individual account plans to expand Unanet’s footprint within the account, ensuring revenue target delivery
- Accurately forecast upsell and cross-sell opportunities for existing accounts
- Monitor and report on sales activity within CRM
- Partner with Customer Success to ensure all accounts remain in good standing and receive timely, relevant communications and follow-up
- Support marketing and customer events within the GovCon vertical
- Understand our competitive landscape and effectively position solutions to differentiate Unanet as well as retain and expand customer accounts
**Your First 90 Days**
_In your First 30 Days,_ you will learn about our product, our GovCon customer base, and our approach to account expansion and upsell. As your familiarity with our business, product, team, and customers grows, so will your influence and impact.
_Within your First 60 Days,_ you will develop opportunities within existing accounts, presenting additional solution-based opportunities to solve real, quantifiable business challenges for our customers.
_Within your First 90 Days,_ your efforts and success will support our future growth as you drive up-sell and cross-sell opportunities within our rapidly growing customer base.
**Who You Are**
- 5+ years’ enterprise software sales experience
- Demonstrated track record of exceeding quota
- Credible and trusted presence with customer executive decision makers and stakeholders
- Ability to effectively partner and collaborate cross-functionally, including with New Logo Sales, Sales Engineering, Product, Professional Services, Customer Success, and Marketing
- Ability to learn and maintain product, industry, and customer account knowledge quickly
- Experience with Salesforce CRM
- Ability and willingness to travel up to 30%
**Your Differentiators**
- Experience selling into the Government Contracting (GovCon) industry highly preferred
- Experience selling business/financial applications
- Bachelor’s degree
**Our Values**
- We are a Team. Employees, customers, and partners working together.
- We are Customer-Focused. Customers are the heart of everything we do.
- We are Driven. Seeking exceptional outcomes.
- We Own our Success. Every employee has a stake in our company.
- We do the right thing and have fun in the process.
_The salary range for this opportunity is $95,000 - $110,000 per year. You will be eligible to earn commissions subject to commissions plans and policies that may be in effect from time to time, estimated to be approximately $100,000 per year. You will further be eligible for employee equity as well as to participate in Unanet's employee benefits plans and programs. For more details on Unanet's benefits offerings, please visit_ [_https://unanet.com/employee-benefits_](https://unanet.com/employee-benefits) _._
_Unanet is proud to be an Equal Opportunity Employer. Applicants will be considered for positions without regard to race, religion, sex, national origin, age, disability, veteran status or any other consideration made unlawful by applicable federal, state or local laws._